Red Star Kim

DECEMBER 18, 2023

The complexity of professional services firms adds to the strategy challenge. However, top-down analysis and decision-making ensures that the various units are working towards the firm’s goals (a “one-firm approach”) and making tough choices between competing interests. Top-down or Bottom-Up Strategy?

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

PandaDoc

MARCH 22, 2024

Due diligence is an in-depth examination of a target company’s financial, legal, and operational aspects. It provides decision-makers with empirical insights to navigate through mergers and acquisitions (M&As) and other business transactions. This is where virtual data rooms (VDRs) come in.

Computers and Electronics 52

Computers and Electronics e-Learning Facilitation Software 52

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. External Factors are out of the control of your C-level decision maker.

Decision-making 87

Decision-making Acquisition Communication Sales 87

Hubspot Sales

MARCH 25, 2024

The “Always Too Busy” Prospect Baidhurya Mani , Founder of SellCoursesOnline , suggests that particularly preoccupied prospects can pose real challenges for salespeople. Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Want more content like this? Subscribe to our newsletter!

Decision-making 103

Decision-making Sales Finance Prioritization 103

Hubspot Sales

JUNE 18, 2019

Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price. At the end of the day, businesses want to make quick and informed decisions about which software to implement.

Decision-making 122

Decision-making Stakeholders Sales Software 122

ACT

JANUARY 30, 2024

What’s the biggest challenge you’ve faced as an SMB business owner ? But the single greatest challenge that can stifle your SMB or startup is getting clients. Additionally, 65 percent of worldwide B2B decision-makers believe it positively impacts their opinion of a company.

Small Business 52

Small Business Publishing Leadership Decision-making 52

Account Manager Tips

JANUARY 22, 2022

Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. But it's hard to get to that point if those clients never make a decision. And they wouldn't make a decision? Why Client's Don't Make Decisions Lack of interest.

Decision-making 130

Decision-making Key Account Management Account Management B2B 130

Mike Kunkle

MAY 15, 2019

In a B2B setting, AI will review customer websites, blogs, PR statements, financial reports, social media contributions from potential decision makers, determine price elasticity segmented by the sales representative that is assigned to the opportunity, based on their past discounting habits, and assign a probably of winning an opportunity.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Arpedio

FEBRUARY 15, 2024

In this blog post, we delve into the dynamic realm of sales strategy by exploring the concept of Mobilizers and the renowned Challenger Sales methodology. Join us on this journey as we unravel the power of Mobilizers and unveil the transformative potential of the Challenger Sales methodology.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Upland

NOVEMBER 27, 2023

It might be operational, financial, or technical, or have to do with markets, competitors, partners, suppliers, or even their own customers. What’s putting the squeeze on your customer’s key decision-makers? Why do you need to know your customer? You need to know your customer because customers buy outcomes.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Mike Kunkle

MARCH 31, 2023

For example, a salesperson who has strong relationship-building skills – especially trust-building – will likely be more successful in any sales environment, whether they are using Challenger, SPIN, Customer-Centric Selling, Value Selling, or my Modern Sales Foundations methodology. I can’t tell you how many times I see confusion about that.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

SuperOffice

OCTOBER 11, 2021

46% of sales representatives say lead quantity and quality is their top challenge, which is hardly surprising. Lead scoring involves assigning ‘scores’ or ‘points’ to the lead’s profile based on multiple attributes, such as their demographics, professional information, role in the decision-making process, etc.

Decision-making 63

Decision-making Prioritization Stakeholders Sales 63

Red Star Kim

JANUARY 22, 2024

She suggests that there are three or four challenges for every buyer you can identify at any one time. What are their market challenges? Understand how and why they make decisions. It’s good to see another female author of a sales book. My books are listed here Publications by Kim Tasso. What are their secondary goals?

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. External Factors are out of the control of your C-level decision maker.

Decision-making 52

Decision-making Acquisition Communication Sales 52

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. External Factors are out of the control of your C-level decision maker.

Decision-making 52

Decision-making Acquisition Communication Sales 52

Arpedio

FEBRUARY 14, 2024

We will also share strategies for effective communication , relationship building , and overcoming challenges that may arise in the process. At its core, strategic account planning involves a deep understanding of the customer’s business, industry, and challenges.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

We will also share strategies for effective communication , relationship building , and overcoming challenges that may arise in the process. At its core, strategic account planning involves a deep understanding of the customer’s business, industry, and challenges.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Jermaine Edwards

APRIL 16, 2020

The challenge is… Not all adaptation brings superior advantage. The challenge is this… In 6 to 12 months (perhaps sooner) this won’t remain a competitive advantage. For your business, and particularly the view of who you’ll become to your customers, you must look at the actions and decisions you make more carefully.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

Hubspot Sales

MAY 22, 2018

How would the decision process work with an offering like this? What challenges do you think you'll come up against with the plan I've laid out? If so, why didn't that solution work? What happens if you do nothing about the problem? Do you have a budget allocated for this project? If not, when do you expect that you will?

Decision-making 145

Decision-making Sales Stakeholders Meetings 145

Brooks Group

MARCH 29, 2023

Doing pre-sales call research typically involves researching the industry and history of your client’s company, identifying the key decision-makers and their roles within the company, and determining the client’s potential budget. If you’ve ever conducted a sales call, you know how anxiety-inducing it can be.

Decision-making 52

Decision-making Sales Sales Training Facilitation 52

Nutshell

MARCH 5, 2021

lack of trust, lack of perceived value, or simply that the prospect isn’t the right decision-maker. Economic buyer: Confirm you are working at the appropriate altitude within the organization and that your buyer is a decision-maker. Ensure you have not mistaken a champion as the final decision-maker.

Decision-making 99

Decision-making Sales Brainstorming Small Business 99

Mike Kunkle

MAY 11, 2022

Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

ProlifIQ

JUNE 21, 2023

By creating an account plan, sales representatives gain a deeper understanding of the account’s unique needs, challenges, and growth opportunities. Additionally, an effective account plan identifies key stakeholders within the account, including decision-makers and influencers. Who is account planning for?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Brooks Group

NOVEMBER 10, 2023

Enhanced Sales Forecasting Shorter sales cycles make it easier to predict revenue accurately, enabling better financial planning and resource allocation. Challenges of a Changing Sales Cycle There are several things sales leaders can do to curtail the elasticity of these lengthening sales cycles.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Hubspot Sales

MARCH 22, 2021

Have you ever come up against a decision maker who is glaring at you with arms crossed (in person or via a video call), daring you to take up their time? For publicly held companies, take time to scan their financial reports, read the CEO’s letter to the shareholders, and listen to analyst calls. What are value-based stories?

Shareholders 126

Shareholders Value Proposition Decision-making Communication 126

Hubspot Sales

JANUARY 11, 2018

Authority: Who is the ultimate decision maker? They didn’t learn anything about the decision maker, Sheila; the budget approval process; or the reason for a spring implementation. How heavily will price factor into the decision? How did the decision making process go? What does BANT stand for? What is BANT?

Decision-making 135

Decision-making Stakeholders Finance Meetings 135

Nutshell

AUGUST 28, 2023

In this guide to sales processes, we’ll discuss the most common sales process stages, how to develop and improve your process, how to overcome common challenges, and more. This data-driven approach helps you identify bottlenecks, refine strategies, and make informed decisions that create continuous improvement.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Hubspot Sales

NOVEMBER 2, 2017

The Challenger Sale. Challenger Sale. Take The Challenger Sale way of selling (#4 on this list). Rather than focusing on surface-level pain, the creators urge salespeople to delve deep into their prospect’s challenges. T', or Timeline, refers to the compelling event forcing your prospect to make a decision.

Sales 145

Sales Decision-making Leadership Organization 145

ProlifIQ

OCTOBER 21, 2021

The names and titles of the people you’ll most likely want to contact and what their challenges and goals might be. Relevant financial details (revenue increases/decreases, product sales figures, fundraising, stock-related news, etc.). Who are the key decision-makers you want to eventually reach? Nice, huh?).

Sales 98

Sales Key Account Management Banking CRM 98

Hubspot Sales

FEBRUARY 7, 2023

While some salespeople love the challenge, most are in it because the job pays well. But if money isn’t your primary motivator — for example, if you’re financially stable or you’re happy with your current pay — the constant focus on making more, more, more may start to grate. Money isn’t your main motivator. You come home exhausted.

Sales 108

Sales Value Proposition Decision-making Communication 108

Revegy

SEPTEMBER 10, 2020

” – Steve Jobs, CEO of Apple interview with Fortune Magazine during the 2008 Financial Crisis/Recession reflecting on the last recession. Existing ‘assets’ can be either the people you know, the products you’re ready to sell, or specific knowledge of a customer’s business challenge. And that’s exactly what we did.

Value Proposition 72

Value Proposition Decision-making Stakeholders Organization 72

DemandFarm

OCTOBER 12, 2023

Economic Buyer: This is the person in charge of the financial decisions and make or break the deal. Decision Criteria: By understanding the criteria that impact’s your prospect’s decision, you can create a more persuasive pitch to get ahead of competition. When to use MEDDIC?

Decision-making 52

Decision-making Sales B2B Key Account Management 52

Arpedio

APRIL 3, 2024

Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services. Sales reps work closely with decision-makers, influencers, and end-users to ensure alignment and consensus around the proposed solution.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Zendesk

MAY 19, 2022

Sales forecasting is the process of predicting future sales so your company can make budgeting, supply, and marketing decisions. Top-ranking leads are in a financial position to purchase the product, would benefit from the product, and actively need the product. Business to customer (B2C). Sales metrics sales terms. Conversion.

B2C 98

B2C Sales CRM Profitability 98

Planview

FEBRUARY 9, 2023

In today’s economic landscape marked by financial instability and disruption, it’s never been more critical for organizations to become adaptable to survive. This empowers your organization to make better-informed investment decisions and maintain an effective strategy under uncertainty.

Decision-making 52

Decision-making Stakeholders Government Organization 52

LinkedFusion

OCTOBER 11, 2023

It may be challenging when resources are scarce, both in terms of money and employees. Challenges Faced by Small Businesses If you want to be able to generate leads for your sales team but may not have extensive knowledge or experience in small business lead generation techniques often have to face several challenges.

Small Business 52

Small Business Advertising Media Marketing 52

SuperOffice

JUNE 30, 2022

With all of your customer data connected, you can make smarter, more personalized decisions. Andhe larger your company is, the more apps you will use – reaching as high as 200 apps!   An integrated tech stack is fast becoming the norm. We’ve seen it first-hand, too. And this leads to multiple business benefits. Easy, right?

CRM 106

CRM Computers and Electronics Decision-making Digitalization 106